Businesses have long adopted selling strategies keeping the customer at the heart of the business. Customer-centric business is the mantra that has helped organizations like Apple, Amazon and Google prosper and earn millions in revenue. Today, most organizations are toeing the same line while coming up with their sales strategies.
Customers today are smarter, well-informed and do a proper recee of the products before buying. Thanks to technology and the advent of the internet, every information about brands can be accessed in just minutes. Rather than going with company information about why its product is above the rest and they should experience it, customers today are veering towards peer reviews, also known as customer reviews.
Customers are now sharing their experiences online; whether it is buying new software or choosing a new property buying site, customer reviews have become a pre-requisite to buying. And businesses have taken note of this trend and are giving serious thought to it.
So why do customer reviews suddenly hold more power than the company’s literature? The answer is simple-Credibility. A customer’s experience with a product holds more water than online marketing literature advertised by a company. Hearing directly from the actual boots-on-the-ground users, customers can cut through the unnecessary noise and evaluate their purchase decisions better.
Customer-advocacy-based selling has become the new sales pill of late. It is customers who will organically advocate for your brand and spread the word through social media channels. Such advocates will recommend your product as they had a positive experience while using it and want to help others.
It is therefore highly imperative that sales organizations tap this new-gen sales strategy to promote your brand and at the same time drive revenue.
Going a bit further, businesses can follow these practices to build a robust customer-advocacy-based selling strategy.
- Integrate sales and marketing teams: A smooth customer-advocacy-based strategy can only be successful when sales and marketing teams coalesce to bring a load of insights and knowledge on a common platform. Sales teams have greater visibility on a customer’s credentials while the marketing team can lend a voice to the strategy by creating content that like asking questions about product experience, that facilitate customer involvement, and use them in convincing new customers about their product.
- Adopt a powerful CRM: A centralized database of tailored customer information is needed to manage company relationships with customers. With a powerful CRM at the helm, you can use data inputs from customers’ transactions with the company and improve relationships.
- Automate sales structure: Automation of sales structure through AI will help in curating customer content and using them in different stages of a sales cycle. Artificial Intelligence will provide insights about various customer feedbacks and also cull specific details which will help sales reps engage prospects in the sales process.
- Measure results: Customer-advocacy-based sales strategy can be used to evaluate results like revenue generation, referral generation and find out sales gaps needed to be filled out.
Sales strategies can make or break a company’s revenue graph. Employing customer-advocacy-based sales strategy will auger well for your business in this digital age and can be an effective one in driving revenue and promoting your brand.